The Attractiveness of Enriched and Impoverished Options
Year: 2007
Type: article
Study design: Observational Study
Abstract: The authors propose that there is a systematic impact of a person's activated self-construal (interdependent vs. independent) on the evaluation of enriched and impoverished options. This hypothesis is tested using a cross-country comparison of participants from China and the United States (Study 1) and by priming self-construal (Study 2) and regulatory focus (Study 3). Results show that people with an independent self-construal and a promotion focus perceive enriched options as more attractive than impoverished options. Conversely, people with an interdependent self-construal and a prevention focus perceive enriched options as less attractive than impoverished options. Mediation analyses show that the effect of cultural orientation operates through self-construal. In turn, self-construal operates through activated regulatory focus. Analysis of cognitive responses shows that the effect of regulatory focus is mediated by positive/negative thoughts about option attributes.
Authors: Yinlong Zhang, Vikas Mittal
Language: English
Subfield: General Decision Sciences
Field: Decision Sciences
Domain: Social Sciences
Open Access status: green
OpenAlex ID: W1984129336